Glass Court Swim and Fitness Sales Representative

Job Description

Job Description

Glass Court Swim and Fitness Sales Representative

Detailed Internal Role Description
Club Type: Racquetball • Aquatics • Fitness • Café
Company: Zalexy Group (club-level assignment: Glass Court Swim and Fitness)

Job Description

The Membership Sales Representative is responsible for generating new memberships, converting leads into members, and supporting revenue growth across all club programs. This role executes the full sales process, from lead follow-up and tours to closing and onboarding, while delivering a high-quality, service-oriented experience.

This is a results-driven, front-line sales role with direct accountability for sales activity, conversion rates, and individual revenue production.

**Candidates with prior fitness club or membership-based sales experience are strongly encouraged to apply.

Reporting Structure

Reports To
• Leadership Team

Works Closely With
• Front Desk Team (lead capture, guest check-in)
• Aquatics, Fitness, and Racquetball Leads (program sales support)

• Marketing Team

Core Role Expectations

1) Membership Sales Execution

• Meet or exceed monthly individual sales goals
• Follow up on all assigned leads (calls, texts, email) within required timeframes
• Conduct club tours and present membership options effectively
• Guide prospects through the decision-making and enrollment process
• Consistently ask for the sale and handle objections professionally

2) Lead Management and Follow-Up

• Maintain an active pipeline of prospects (walk-ins, web leads, referrals)
• Execute structured follow-up cadence for all leads and tours
• Re-engage inactive and past prospects
• Ensure all lead activity is accurately tracked in CRM

3) Tour and Conversion Standards

• Deliver a consistent, high-quality tour experience aligned with club standards
• Personalize tours based on prospect needs (fitness, aquatics, family, etc.)
• Clearly communicate membership value, pricing, and promotions
• Achieve target tour-to-join conversion rates

4) Program and Ancillary Sales Support

Promote and sell:

• Club Memberships
• Swim lessons and aquatics programs
• Racquetball leagues and clinics
• Personal training
• Camps and seasonal programs
  • Identify opportunities to bundle services with memberships

5) Member Onboarding Support

• Ensure new members feel welcomed and supported during enrollment
• Coordinate smooth handoff to operations/department leads
• Reinforce first-visit expectations and next steps

6) Community and In-Club Engagement

• Participate in outreach efforts, events, and promotions as assigned
• Generate referrals from current members and guests
• Support in-club marketing efforts (events, promotions, signage awareness)

7) Sales Systems and Accountability

• Maintain accurate and up-to-date CRM records
• Track daily activity (calls, appointments, tours, joins)
• Follow all sales scripts, processes, and response-time standards
• Participate in regular sales meetings and performance reviews

Qualifications & Preferred Experience

Required Qualifications

• Strong communication and interpersonal skills
• Ability to confidently present, recommend, and close sales
• Organized with consistent follow-up and attention to detail
• Comfortable working toward daily, weekly, and monthly sales goals
• Ability to work evenings, weekends, and peak club hours as needed

Preferred Experience (Strongly Valued)

• Prior sales experience (membership sales, retail, hospitality, or service-based sales)
• Experience working in a fitness club, gym, aquatics facility, or wellness environment
• Background in fitness, personal training, swim instruction, or recreational programming
• Experience working with families, youth programs, or community-based services
• Proven ability to meet or exceed sales targets or performance metrics

What Makes Someone Successful in This Role

• Experience selling a service, membership, or recurring revenue product
• Ability to connect a prospect’s goals (fitness, family, health) to a membership solution
• Comfortable in a relationship-based sales environment, not just transactional selling
• Balances hospitality with sales confidence (welcoming, but knows how to close)

KPI Dashboard (Individual Performance)

Sales Funnel Metrics
• Leads contacted within 24 hours
• Appointment set rate
• Tour show rate
• Tour-to-join conversion %
• Total new memberships sold

Activity Metrics
• Calls, texts, and follow-ups completed
• Appointments scheduled
• Tours conducted

Revenue Contribution
• Membership sales volume
• Program add-ons / upsells
• Referral-generated memberships

30 / 60 / 90-Day Goals

First 30 Days — Learn Systems and Sales Process

Primary Goal: Build foundational knowledge and begin selling.

Objectives
• Learn membership options, pricing, and promotions
• Train on CRM and lead follow-up expectations
• Shadow tours and sales interactions
• Begin handling inbound leads and conducting tours

Deliverables by Day 30
• Demonstrate ability to run a full tour independently
• Consistent lead follow-up activity
• First membership sales closed

Days 31–60 — Build Consistency and Conversion

Primary Goal: Improve sales confidence and conversion rates.

Objectives
• Increase tour volume and closing ability
• Execute consistent follow-up cadence
• Begin generating referrals
• Participate in outreach or events

Deliverables by Day 60
• Meeting or approaching sales targets
• Consistent CRM usage and activity tracking
• Improved tour-to-join conversion rate

Days 61–90 — Achieve and Sustain Performance

Primary Goal: Consistently hit sales targets and maximize revenue opportunities.

Objectives
• Maintain strong pipeline and daily activity levels
• Improve close rate and upsell effectiveness
• Contribute to team sales goals and initiatives

Deliverables by Day 90
• Consistent achievement of monthly sales targets
• Strong conversion metrics
• Active contribution to referrals and program sales